Okay, and it looks like we're live, so we'll get going here. This is John Chapin. By the way, this is Double Your Productivity, Get Control of Your Time and Life for the Associated Equipment Distributors and the AED Foundation. A little bit of background on me real quick. Again, John Chapin. I'm actually a business building expert, sales expert, with over 29 years sales management experience. I also wrote the 2010 Sales Book of the Year, which is a sales encyclopedia that's also the largest sales book on the planet at 678 pages. These days I speak all over the country. I speak at a ton of equipment distributors, equipment dealer associations also. I'll be speaking for the second time at the Northeast Equipment Dealers in February. I've spoken for Ohio Equipment Distributors, North Dakota Implement Dealers, at least six other equipment dealer distributor associations that I can think of in the past couple of years. I also train salespeople on how to significantly increase sales. I wrote a monthly sales article, which you may have seen in the Associated Equipment Distributor magazines. Today I'll be sharing ideas on doubling productivity, which is really about managing your time effectively so you can spend more time on your most important activities in order to ultimately build your business, make more money. That's what we're talking about is how do you get out there, how do you spend more time, again, on the most important activities so you can make more money, sell more, things like that. By the way, if you have questions, I know that a lot of people listen to the recording of this. They're not always live. But if you have any questions, you can feel free to put those in the chat box. And then depending upon when they come in and where I am in the presentation, I'll either take them then or I'll wait until the end. But in any case, so again, today we're going to talk about how to spend the most time possible on your most important tasks, which if you're out there selling, building business, which I'm assuming you are, those most important actions are prospecting, presenting, closing, really how can you do more of those most productive business building activities. If that isn't what you're doing, if you're doing something else in business, you can adapt the ideas in this webinar of what you're doing as far as time management principles. You can apply them to any goals you want to achieve and similar items and use these ideas to get to your goals and get to where you want to get to quicker. But for the purposes of the webinar, the examples, everything else I talk about, I'm going to assume you're listening to this to get ideas on how to spend more time selling and building business. With that out of the way, there are really two things that this comes down to when you're, let's see, just try to get the slides to forward here. Okay, there we go. Two aspects of doubling production. You know, there's really, there's the how-to. That's, you know, the simple nuts and bolts, the mechanics, the principles of time management and basically, you know, if you've ever taken a time management course before, you know how to manage your time, how to get more of the most important activities done. The what to do is pretty simple. I'm going to give you my version of those rules and how to manage your time better because I have a few unique thoughts on that, ideas that you may not have heard before. My approach is perhaps a little different than everything else out there. So, again, there's the how-to and then there's the mindset or what I call the why. You know, why double production? That piece is far more important than the how because, again, most of us know how to manage our time better. We know some things we should start doing, stop doing, things like that. But whether or not you do it is really going to come down to why you're doing it. It's also that why that, you know, keeps you motivated. It keeps you going when things get tough, when you're getting beat up, when you have a tough day. The why is what ensures that you stick with it. You keep doing what you need to do and you hang in there. And, again, that's all about mindset. You know, it's all about working hard. It's having the self-discipline. It's stepping out of the comfort zone. It's facing the fears to make the tough calls or even just making the number of calls you need to make, you know, to strangers, getting beat up, continuing to knock on doors, ring phones, do what you need to do to double the productivity on the tough days. Because, you know, it's even when people tell you they're not interested. It's having the wherewithal to keep showing up, to be persistent, to have that drive. And that's where most people fail. Most people fail in the actual execution of being more productive and following through on the how. So all that said, you know, if you want to double productivity, where do you start? You start with the basics like anything else. So if you're going to double your productivity in order to significantly build your business, you start with the basics. The most successful companies, the most successful teams, the most successful people in any field or endeavor are really good at the basics. So, you know, if you want to look at teams and team sports years ago on the Boston area, you had Red Auerbach and the Boston Celtics. Red Auerbach, they just practiced the basics over and over again. It was free throws. It was layups. It was just getting really good at the basics. Vince Lombardi, the Green Bay Packers and the great Green Bay Packer teams, he said, look, football is basically blocking on offense, tackling on defense, and that's what they worked on. Eighty to 90% of practice was just those basics and getting really good at them. So you, in business, you've got to start with the basic foundational productivity and business building principles that built the great companies, that built this country many years ago. It's a lot of blood, sweat, and tears. It's no whining, no complaining, no entitlement. It's showing up every day, getting out there and getting it done. Bottom line, it's a lot of hard work. It's a lot of self-discipline, doing what you need to do when you need to do it, and it's having a great attitude. So hard work, I mean, we know all about hard work, right? Hard work is the reason why the average legal immigrant to this country is still four times as likely to become a millionaire as someone born and raised in the country. Hard work. Most successful people out there are the hardest workers. Michael Phelps, eight hours a day in the pool before Beijing, and then obviously was pretty successful in the Olympics recently. He had some personal issues, was able to overcome that, work harder than ever for the most recent Olympics, and win a bunch of golds there and become the most decorated Olympian ever. So, you know, whether it's Bill Gates, it's Oprah Winfrey, it's Michael Phelps, think of any sports, entertain or anything, the most successful people are the hardest workers. And the bottom line is, you know, on that, on hard work, hard work makes up for a lot of mistakes. It will bail you out on almost anything. So you've got to go out there, you've got to show up, you've got to know what your numbers are. You need to make the phone calls, knock on the doors, do whatever you need to do to hit your numbers and get the business. And business is a contact sport. You've got to go out there and contact a lot of people to make success happen. Yes, it is a numbers game. You know, people say, oh, it's not a numbers game, it's about relationships. Sure, relationships are the most important thing, but to get the number of relationships you need, you have to go out there and talk to a lot of people. So, again, it's simple. You know, if you're talking to enough people, eventually you're going to bump into somebody who says, I need what you have, or I know someone who needs what you have. So, you know, the old saying, even a blind pig finds corn. If you're out there talking to enough people, you'll eventually find some business. And the bottom line on the hard work, too, is you have to be a self-starter. You have to be willing to push yourself harder than anyone else. If you need somebody looking over your shoulder, you're probably not going to go as far as you otherwise would have. So there's hard work next to self-discipline. The self-discipline is having the habits in place. It's showing up every day and doing what needs to be done, whether you feel like it or not, because there will be days when you don't feel like it. But the great thing with the self-discipline is if you're used to showing up every day, you're used to doing what you need to do, making your numbers, hitting your numbers no matter what, then when you have a bad day, when you have a flat tire on the way to work, you have a relationship issue at home, you'll still show up on that difficult day. You'll put your game face on and do what needs to be done. And if you can simply do that one thing, have the self-discipline to do what needs to be done every day, to know what your daily numbers are, to hit those numbers no matter what, you're going to be extremely successful in pretty much whatever you do. A quick note on that, too, I have a note there. Willpower does work. Willpower is where you just decide that you're going to get things done. I mean, if you're on a diet, you're either going to eat that donut or not eat that donut based upon a simple decision that whatever your parents did to you growing up or your spouse or your boss or anything else has nothing to do with it. It's just a simple decision. So that's the self-discipline. Next, you have attitude. So attitude is you've got to have passion. You need a dogged determination, a drive to succeed. You have to be extremely persistent. You have to follow through and follow up with people. You can't just call somebody one or two times and forget about them. The average sales made, 81% of sales are made after the fourth call, the fourth contact. Most people never make it that far. Only 20% of salespeople make it to the fourth call or past the fourth call. But you need a blue-collar mentality. You've got to be hungry. You've got to have a thick skin. You can't take things personally, and you have to keep getting up no matter how many times you get knocked down. So that drive is critical. You've got to persevere. Next on there, confidence. That's belief in yourself, your product, your service, that people are better off with you and they need you. They need you, not the competition, and that you're worth it. The first sale is to whom? Right, it's to you. We know that. The biggest reason for failure, by the way, is a lack of self-confidence and belief, which leads to a lack of activity. When people fail, they fail because of activity. They didn't talk to enough people to get enough leads to get enough sales. That's why 99.9% of the time, that's why people fail. The other 0.1% of the time, they get hit by a bus. When I see people fail in sales, it's because they're not out there doing enough activity. That usually comes back to confidence and belief in yourself and what you're doing. Next is commitment. Are you involved in your business or are you committed? If you're involved, you have a job, you're showing up, you're reactive, you're responding to phone calls, emails, wherever something takes you during the day. If you're committed, you have a career, you're showing up with a game plan, you know exactly what your goals are, what you have to do during the day, you're making those happen no matter what, and you're committed to those. You're proactive and you're saying, I'm going to get these goals done no matter what. It's really making that commitment, deciding that I'm going to make this happen, I'm going to be successful no matter what. I'm either going to be successful or I'm going to die trying. But again, you've got to have that commitment level. And then along with all those, you also need conviction. Conviction is you can't fold like a lawn chair or a cheap suitcase when somebody comes up with an objection or brings up the competition. You've got to have great answers to the price objection and other objections. I should be able to wake you up at 3 in the morning, you can spit out a response without even thinking. You've been hearing the same objections, you've been hearing the same stuff over and over and over again. And most salespeople, if I go up to them and I give them a standard objection they've been hearing for 10 years like, I've got to think about it, I can get it cheaper down the street. Most of them look at me like a deer in the headlights. You've got to be able to answer those right off the top of your head. You've got to know what you're going to get. You've got to be prepared out there. But also, you've got to be able to build value over that price. One of the biggest values is you. You are the one thing that the competition does not have. So keep that in mind. But you've got to be able to handle that price objection and build that value. And on price, price comes up a lot. I see price a lot because price is the one thing that people can identify. They don't work in your business every day. They don't know the difference between the different components, the parts, what each one means, how it's better, things like that. So the one thing they can look at, don't see a difference, is in price. And they assume there's a difference other than price. But then when they bring it up to the salespeople, most salespeople just fold like a lawn chair and they cut their price. Don't do that. You need to overcome those price objections and build that value. And again, this is where the passion, the conviction, the sales skills come in. It's to break them out of that brainwashed trance because most people have been brainwashed. That price is the most important thing. So you've got to wake them up and you've got to know why you're worth it, why you're worth more. Next is personal and professional development. That is, you've always got to be learning. You've always got to be growing personally and professionally, reading a book a week or at least a month on sales, personal development, reading the trade magazines, keeping up to date on the latest and greatest in your industry so you can have an intelligent conversation. You don't want somebody you're talking to to bring something up that you don't know about because it was in the Wall Street Journal, it was somewhere else, it's in your industry and you're sitting there and you don't know what they're talking about. You lose credibility really quick. So you've got to stay up to date, again, with the trade magazines and everything else, but you've also got to be, again, developing yourself personally and professionally, listening to the CDs, watching the DVDs, be a sponge, get great on sales skills, communication skills, sales skills, people skills, take on that student mindset when it comes to sales skills, the motivation, people, communication. Learn as much as you can. So next is watch out for your beliefs, the excuses, negatives, negative people. You don't believe what you see, you see what you believe. You walk out in the morning with an image of the world and the way it is and you see proof of that all day long. So if you have a belief that the market's off, that you can't sell in your area of the country, it's something else, whatever it is, unfortunately with beliefs you get to be right and those can put you in a bad situation. So with beliefs, just start to question those if they're limiting. Realize that out of 7 billion people on the planet, someone's had it worse, someone's overcome it. Same with excuses. Whatever excuse you have, 7 billion people on the planet, someone's had it worse, someone's overcome it. Also, stay away from negatives and negative people. I mean, we are like computers. It's garbage in, garbage out. You cannot watch the evening news and be positive. Okay, you can't, it's impossible. So if there's something negative, there's something dragging you down, find something positive, find something upbeat. A negative thought and a positive thought can occupy your brain at the same time. It also takes two and a half times as much energy to be down and negative as it does to be positive and you know that because if you've ever been on the phone with somebody who is down and they're talking about their boss or their job or their spouse or whatever and you finally get them off the phone after an hour and you're dragging, you're like, I need a nap, I need a drink, I need a gun, I need something. That's the other side of things is you get negatives, then you get negative people. You need to spend less time with negative people. Negative people drag you down faster than anything else. And something to keep in mind too is where you end up 5, 10, 15, 20 years from now is basically going to come down to two things. It's going to come down to what you put in your brain and who you hang around with. So just keep an eye on those. Also, watch out for distractions. This is one thing, again, related to time management, kind of the how-to that I'll talk about, but I'm going to hammer this a couple of times because it's really important. Your biggest enemy during the day is distraction. It's anything that takes you away from your most important things you need to do. So during prime call-in hours, again, 80% of the time, you should be prospecting, presenting, closing, anything that can bring in business, anything that distracts you from that. Cleaning your desk, paperwork, your friend calling you on the phone to talk about the baseball game or talk about something else, a text message, anything else that distracts you, keeps you away from that during the day is the enemy. So you want to watch out for those. And then next, the most successful people out there, the people getting the most done, the most productive people out there, the ones killing it, are able to harness the power of the subconscious brain. So let me give you a quick psychology lesson on this. Your subconscious brain pretty much runs your day. After three months in the same job, it's the same thing over and over again. You get up at the same time, you're getting ready in the same order, you're eating the same stuff, you're driving to work the same way, you're going to lunch at the same places with the same people or you're eating lunch at your desk, you're dealing with email, phone calls, everything at work the same way, you're leaving at the same time or you're not for the same reasons, driving home the same way, going home, watching the same TV shows, having the same conversations. And basically, after about three months of that, your conscious brain, which has been directing this and making sure you're getting up at the same time and doing everything else after a while, well, your conscious brain is only 10% of your brain. So it's a lot of work for it. So what it does is it says, all right, we're going to kick this back to the subconscious brain because the subconscious brain is 90% of your brain. There's a lot of mental horsepower there. It can solve any problem, answer any question, but we use that brain, like for example, and once you get used to using the subconscious brain, have you ever driven to work and you don't even remember driving there? You just know you got there? Okay, that's because your subconscious brain drove you there. Or you get to the end of the day and you say, geez, yeah, I worked really hard today, but I didn't get anything important done. What did I even do? You don't remember because you were doing it autopilot in your subconscious brain. We run that subconscious brain, well, one of three groups when it comes to running the subconscious brain. So how do you use that 90% of your brain? In the picture there, I've got a picture out front there, the horse there, that's number two, that's Secretariat. That picture is from the Belmont Stakes 1973 with a 31-length lead, okay? So Secretariat is going to represent group one when it comes to using that subconscious brain, okay? A lot of horsepower there. Your conscious brain is Ronnie Turcotte on top, that's the little 10% there, okay? But Secretariat represents the people getting stuff done. That's the Oprah Winfrey's, that's the Bill Gates, that's the Michael Phelps, that's the Peyton Manning's, the Tom Brady's, the people like that, people showing up getting stuff done all day, every day. The way they use that powerful subconscious creative brain is how do I get and stay on my most important activities all day, every day, okay? I don't know, I would assume a lot of you are familiar with the age 20 rule, which is Pareto's principle. If you're not, I'll explain it to you briefly. Pareto was someone who grew up in Italy back in the late 1800s, did a study of land ownership in Italy in the late 1800s and found something very interesting. What he discovered was that 80% of the land in Italy was owned by 20% of the people. And he said, well, that's pretty interesting. I wonder if that applies to anything else. And he found it did all the way down to the peas in his garden in which 80% of the peas were produced by 20% of the peapods. Fast forward to today, what does that mean to you? What that means is your company, the top 20% of customers give you 80% of your revenues, okay? On a sales team, the top 20% of salespeople make 80% of the sales. It relates to a lot of stuff. It relates to email. 20% of your emails are important, 80% aren't. 20% of your phone calls are important, 80% aren't. 20% of your physical mail that you get in the mail is important, 80% isn't. Sometimes it's a 90-10 rule, sometimes it's a 70-30 rule. It's usually about an 80-20 rule, though, okay? So the way you apply that is that the top 20% of your activities give you 80% of your results, okay? And sales, it's prospecting, presenting, closing, and it's spending time building relationships with your top 20% accounts. Although that fourth one, again, you've got to make sure you don't get too caught up in over-servicing accounts at the expense of new business, okay? So that's where you want to be. So what this group does is they're like, regardless of what's going on in my day, regardless of the distractions, regardless of the problems, how do I stay in that 20%? How do I get the most stuff done? They're extremely focused. They're similar to, I had a sales rep, Peter Page, for a Fortune 500 company, number one sales rep in the company, knocking it out of the park, making tons of money. He was out one day, he got in a car accident, and he totaled his car. Now, he didn't get beat up too bad. He ripped his pants, got his forehead and his nose beat up a little bit. The paramedics showed up, they patched him up, and they said, okay, we recommend you go to the hospital, get checked out. He said, no, I'm feeling good. But he's thinking, regardless of the car accident, I've still got to call on my prospects. That's what he was out doing, by the way. He's in his 20%, right, calling on prospects. He's like, I've still got to do that. I can't get distracted by totaling my car. Jumps in his car, or jumps in his car, jumps in a cab, goes to his other calls, and all of a sudden he's thinking, creative brain, that's how the top people think, he's thinking, how's this actually an advantage? How's this actually a good thing, you know, totaling my car? He thought of two prospects who wouldn't see him. He's tried calling them, he's stopped in person, he's done everything, they won't see him. So he thought, today's the day. He goes into both offices, limps in, ripped pants, butterfly stitches on his forehead, his nose, blood, kind of staggers up to the reception. Just a little bit, you know, not overdoing it. Goes up, sticks his card out, Peter Page, I'm here to see Mr. So-and-so. You have no idea what I've been through today to see him. Okay, now this gatekeeper who's usually stopping him is making a sale. She's in, she goes to the business owner, and she's like, look, I don't know what the story is with this guy. Like, you've got to see this guy, okay? It's not like Halloween, this guy's got blood on his face, his pants are ripped and stuff, right? He ends up seeing both of those people. By the way, side note, what kind of a commitment does that show, by the way? These people have people showing up, they're taking every sick day, every holiday, they're coming up with every excuse not to do work, okay? They're religious when it's convenient, when it's convenient, okay? They probably have a sales team out there doing stuff. This guy gets in a car accident, totals his car, he's beat up, and he's still showing up, okay? Commitment, right? Instant credibility. Great story to tell. Instant connection with a prospect. Ends up, by the way, getting one of those prospects two months later ends up being his second-largest account, okay? So the way that group uses their creative brain, how do I step out of my comfort zone? How do I face my fears, make the tough calls I'm afraid to make, have the tough conversations I'm afraid to make? How do I do the most important things I need to do during the day? How do I stay in my 20%? And they get the most done. So that's the group you want to emulate. And by the way, have you ever noticed that the most successful people are always the most successful no matter what? Doesn't matter the economy, changes in rules, regulations, markets. Nothing seems to get in their way. These people, they always find the time to get the most important things done. They never make excuses. They're not negative. You don't hear these people whining or complaining. They just find a way to be successful, to get the most important stuff done, and everyone calls them blocky. You know, it's total mindset, okay? So that's the group you want to be back. Group 2 in the back there, 31 links back, that's group 2. Life's pretty good. That's most people. Those people spend a lot of their time. They still get their calls done. They still get the sales. But again, before they make a call, all of a sudden their desk needs to be cleared up or they've got to make an important call, you know, tough call, and they come up with a reason to procrastinate or whatever. I mean, they'll eventually step out of their comfort zone. They'll eventually face their fears and make the calls. But they don't do it like, you know, group 1 does. And then finally, group 3. Group 3, those are the people who are just, you know, those are the ones working for the weekend. They're working for 5 o'clock. They're thinking about the football game, what's on TV tonight. How can I fake everybody out that I'm working and do as little work as possible and stay on the payroll? Those are, you know, the salespeople that we joke are off, you know, in the coffee shop somewhere hiding. It's similar to a guy I had who hadn't sold anything in a year and a half. And, you know, I had a bleeding heart person kind of leading the organization who decided to keep the guy around anyway. And I walked into a sales meeting on a Monday morning. This guy had a coffee stain on his shirt. And, you know, I said, wow, tough driving to work today, huh? And he said, yeah. He said, luckily, my prospect was able to reschedule. Okay, now notice he said prospect, by the way. He's one for the day, probably he's one for the week. Okay, and I knew where he was going with this, but I said, I'm going to make him say it. Okay, and I said, what does the coffee stain have to do with you calling on a prospect? He said, well, I can't go calling on a prospect looking like this. So they use their creative brain for anything that keeps them out of not only the 20%, but the 100%. Anything to avoid work, okay? So this guy's using a coffee stain as an example, okay, or as a reason not to go make calls. Okay, so that's how he uses his creative brain. So I want you to ask yourself how you use your creative brain, okay? Are you group one, two, or three? Most of you, again, you're group one or two, especially if you're on this call right now, you're listening to it live, you're group one or two. And I just want you to look at things, and I want you to start to do the things that that first group does specifically, making the tough calls, that call you've been afraid to make, when you get off the call today, don't make the call. Step out of your comfort zone, face your fears, step up and again like I said make sure you're getting the most important things done during the day. So the whole kind of bottom line on this is attitude for business building is spend 80% of your prime calling time, whenever that is, it's 8 to 5, it's 7 to 5, it's 7 to 6, whenever it is, you want to spend 80% of your prime calling time on your most important activities and again those are prospecting, presenting, closing. Be proactive, so you want to know your numbers, hit your numbers, face your fears, step out of your comfort zone, do the work, make the calls and again as I said earlier, your biggest enemy is distraction, there's distraction from any of those most important activities that are prospecting, presenting, closing. So next, those are kind of some of the back to basics, the foundational mindset necessary to double productivity, substantially increase business. There are actually two final mindset items which we're going to end on, but for now I'm going to give you some of the nuts and bolts of time management, this is some of the how. Some of this you may have seen, but it will be my version of this, so I promise you that some of this stuff you will not have seen before, but this stuff you probably have. So how to double production, first we have to figure out what double in production, we have to figure out what those goals look like and what that activity looks like. So it's establishing the annual goal or goals, let's say annual goal, let's say you want to double your business or double the amount of money you're making, so you're making, use a number 150,000, 200,000, you want to make that 300,000, 400,000. So you're going to know what that end goal is, then you're going to know what your monthly goal is on that, you're going to know what your weekly numbers are, and then you've got to know what kind of activity you need on that, and that all comes back to, you're backing into that number. So how many sales do you have to make based upon your average sale, right? Right now some of you are going, okay, I know this, just stay with me here for a moment. So it's starting with that number that you need to get to, how many sales based upon the average sale do you need to make to get there, how many proposals and or presentations does it take to get there, how many leads does that take to get the number of proposals and presentations, and then how many calls do you need to make to get the number of leads, okay? And doubling your productivity, I mean it really comes down to two items. It comes down to doing more of the things you should be doing, that's the productive sales related activities, that's the prospecting, presenting, and closing, and then there's getting better at those. It's getting better at selling, it's becoming more efficient, more effective at those things that you're doing, okay? So on that, you know, ways you can, and just a quick note too on being more efficient, being more effective, I became a stockbroker right out of school in September of 1987, it was a month before the crash, and when the crash came October 1987, about half the stockbrokers back then left the business because they were riding the wave of the good market, okay? Kind of like now, you know, the market's been good for a while, you get a lot of people just riding that and kind of resting on their laurels. And what happened was again, so the market crashes, half the people left, and the people who survived the new market and thrived in the new market developed the saying, the first one was don't give up, double up. Okay, the average salesperson in a tough economy, a tough market, when the economy dropped off the cliff in 2008, and we have some other issues, the average salesperson cuts calls, cuts activity by 37% at the exact time when you should be increasing. The contrarian thinkers, and you want to be contrarian, those people double up efforts, they do more than they should be doing, okay? So it's doing more, but then it's also getting better at selling, it's getting better prospecting, it's getting better at qualifying, it's getting better at presenting, at closing, at things like that. So before the crash, the rule was 10 leads a day, 10 presentations a day, you get a new account a day that's one out of 10 presentations, you're good, okay, and that worked pretty well. After the crash, all of a sudden, you know, you're having a tough time getting 10 leads, you're getting three, four, five. What happened is some people got so good at presenting, at qualifying, at talking to more of the right people, at presenting, at closing, at getting referrals, at follow-up, that now they're closing two out of 10, three out of 10, four out of 10. Some people sold more after the crash than they did before, okay? And that was all because they got better at sales, okay? And we're going to talk a little bit about that because you're getting better at sales, most of the people you're running into, most of the people you're competing against have mediocre to bad sales skills, okay? I run into it everywhere, it doesn't matter if I'm talking insurance agents, I'm talking filters, I'm talking salespeople in your industry, Fortune 500 companies, most people really lack the sales skills, okay? So that's one thing you want to work on. So how can you double productivity, back to this slide? You can work harder or more hours. I mean, I know that one is going to be popular for you, okay, but again, it's a question of what's the payoff on the other end, right? And what are you working for, and do you really want to do that, what's that double productivity, what's that going to mean to you? But here's the thing, you have 168 hours in a week, okay? So that's seven times 24 hours, right, seven days times 24 hours. So if you're sleeping eight hours a night, which a lot of you aren't, but if you are, that's 56 hours, you're down to 112. If you're working 40 hours, most of you are working more than that, but you're down to 72. If you're working out an hour every single day, working out weights, cardio, stuff like that, okay, an hour every single day, you're down to 65. If you're spending an hour of quality time with the people in your life every day, you're down to 58. Now you decide, you know what, I'm not going to work 40 hours a week, I'm going to work 80. 80 hours a week, working 80 hours a week, you still have 18 hours left. Now you decide, you know what, I'm going to sleep nine hours a day, now you're down to 11 hours left, nine hours a day, you're working 80 hours a week, you're doing an hour with your family, friends, people important to you, an hour worth of exercise and health, okay? And people are saying, well, there's a lot more there. Well, yeah, but a lot of this stuff you can combine. You can combine eating time with your family. You can combine workout time with your family, your friends, things like that. You can combine, you know, personal, professional development with being in the car and listening to CDs in the car, MP3s or whatever you do, okay? But the bottom line is you have the same amount of time that Oprah Winfrey, Bill Gates, Michael Phelps, Faith Manning, Tom Brady, all that, all of them have, okay? So there's the time in the day, so the first thing you have to do is believe it. So, you know, maybe you work a few more hours, you work a little harder there. Make more time for the productive activities by delegating or eliminating those nonproductive activities. You got to look at that 80%. What's that 80% that paperwork, the busy stuff you're doing during the day, you know, the talking to your friends during the workday, the whatever it is, okay, and I'm going to show you how to find that stuff here soon, okay? You know, delegating some of that stuff that you do on your own that doesn't lead to closing business, okay, that's not near 20%. Delegating that or eliminating that's another thing you can do so that you have more time. Being more effective, that's what we've been talking about, you know, getting great at selling, okay, that's, you know, again, the better you are at sales, the more effective you're going to be. The fewer people you're going to need to talk to because you're going to qualify and better, you're going to do everything else. You're going to be getting better customers, better clients, they hang out with a better group of people so you're going to be getting better referrals, you're going to have better relationships all the way around and then the other thing you can do is eliminate your largest roadblock. So if I were to ask you what one item in your day, what one item in your business holds you back the most, what would you say it is? For a lot of people that's prospecting or has something to do with prospecting or filling the pipeline or something like that, okay? So just zero in, laser focus on that largest roadblock, read three books on the subject, go watch YouTube videos, take a class, do something to eliminate that, to work on that because all businesses have bottlenecks and once you clear out one of those bottlenecks, especially your biggest issue, if your biggest issue is prospects and all of a sudden you have just a plethora of prospects more than you can handle, what's that going to do for your business? Okay? It's going to make you a lot more productive. It's really going to boost you. So there's some ideas there. Here's some other things that you can do. These are some of the biggest things I see, some of the biggest time wasters, some of the biggest distractions is people wasting time on unqualified prospects. The person keeps telling you, call me back in three months, call me back in six months, call me back in nine months and we don't want to think we don't have a lead. We want to pretend we still have a lead and live in the bubble as opposed to reality and so we keep those people around when we should get rid of them. Okay? Give them one more chance to do business with you. Stop over contacting the good prospects. You get to the end, you don't have any prospects. Somebody told you, you get back to them in six months, it's only four months but you think they forgot that they told you six months and they may have but a lot of them don't and so now you're just, you're irritating them by contacting them too much. The other issue I see and again, this is another distraction is majoring in minor things. You know, this is again, the 80%, this is focused on the wording on the letter. This is focused on, you know, having people check your call out 16 times before you make the phone call. This is making sure your desk is immaculate and clean. This can even be things like making doctor's appointments and dentist appointments during the day during prime calling hours. Okay, look, there are doctors and dentists that will meet with you on the weekends and off hours and before hours and after hours and stuff like that so stop majoring in the minor things. Minor things are anything other than prospecting, presenting, closing or anything that brings you a new business. And then finally, you want to schedule the time and activities and stick to the plan. So if you're prospecting, you know, you're going to time block eight to ten and you're like okay, I'm shutting my door, I'm locking my door, I'm making phone calls, okay, that's it. I'm not letting anything stop me or you're out during the day if you're making, you know, face-to-face calls and you're like okay, I'm making the calls from eight to twelve, I'm time blocking that and that's all I'm doing. I'll get back to phone calls later, I'll get back to text messages later, I'll get back to email later, okay, it's blocking everything out and just time blocking that and scheduling and then sticking to those activities, okay? And then another thing for you on here, this is one, I haven't seen a lot of people talk about this, I've seen a few. Anything you want to get control of in your life, you have to track, okay? So if you want to get control of your time, track your time because here's the thing, you have no idea where your time is going during the day. You're talking to somebody for fifteen minutes, I say how long was that? You say ten, twenty, you have no idea. So this is a time tracker sheet, up at the top there, you may not be able to read it up at the top there that says time accountability log. On the upper left it says name, so you can write that in, you know, if it's just you, you probably don't need that, you know, unless you forget your name every once in a while. Date over on the right, that first left, that next column there with the lines, that first one on the left there says time, that's the actual physical time. So let's say you start at eight o'clock, you would write eight zero zero, the next word there above the middle section, the big section is activity. So you'd write what you're doing in that time, it's, you know, check email, check voicemail. Over on the right hand side, that last column, that last little column there that says minutes above there. So let's say you took five minutes to do that, you're going to write a five. Next line down on the left hand side there, time, you're going to write eight oh five, minutes, made prospecting calls, okay? All the way over on the right, time one twenty, because you did that for two hours, ten oh five took a break, fifteen, ten twenty, you go down, you track every minute of your day. The biggest objection I get to this is that will take too much time, it takes six minutes to fill the sheet out. But the best thing about the sheet is first off, it's self-correcting. You will stop doing things you shouldn't be doing during the day, okay, that you're doing right now because you're thinking, I'm not going to write that down, you're like, I'm not going to check my email for the four thousandth time, okay, because I just checked it again two minutes ago, okay, so you won't do it, you won't write it down. You're going to save that six minutes in the first half hour of your day. The other thing is, that will show you exactly where your time's going, so, and also when you're cognizant of this and you're aware of this, if you're walking through the office and there's somebody and it takes them fifteen minutes to tell you something, it should take them five, okay, and you know your time sheet's waiting for you, you're like, okay, what is, I got five minutes, okay, you'll be aware of your time. If you come in the morning and you go back and you go get coffee, and you're normally back there for, you know, you don't know how long it is, let's say it's twenty-three minutes, well look, you're back getting coffee, there are people back there you got to talk to, those people have to like you, you have to have a relationship with them, that's fine, but now you're looking at the clock, and now you're like, I have fifteen minutes, okay, so now instead of fifteen minutes, you're back there, or instead of twenty-three minutes, you're back there fifteen, you just saved eight minutes, you're walking down the hall, you run into that person, should take them, you know, five minutes, takes them fifteen, but you give them five, now you save ten minutes, you go into your office, you're checking email, normally you're waiting for the coffee to kick in, but instead you're like, you know what, I'm not spending time on the eighty percent unimportant emails, I'm not going to answer the email that isn't important, but quick, I'm just sticking with the twenty percent, the most important, you go to make the phone calls, you don't make the phone call that isn't important, but quick, okay, you're only on your twenty percent phone calls, this will save you a ton of time, and if you've never tracked your time, and you track your time, you will find hours in your day, plural, at least two, probably more, but you're going to find out where your time sucks are, and you're going to see where they're going, and you're also going to see why you're hitting your sales goals or you're not, because you're going to see how much time you're spending prospecting and doing everything else, okay, so track your time if you need to. If you're not going to do that, here's what I want you to do, I want you to at least put a sign in your work area and in your car, okay, that says, am I on my most important activities right now, okay, am I on my prospecting, presenting, closing, or am I driving on the way to do those things, okay, put that sign up because it will keep you focused to make sure that, again, you're saying, yes, I'm in the process of prospecting, presenting, closing, so a couple things on this, keys to increased production, it's have a plan to double your calls and activity and or effectiveness, so the bottom line on this, though, is you've got to know your goals, you've got to know that annual goal, the monthly goal, the weekly goal, and you've got to know the daily activity, okay, how many people do you have to be talking to, and then you've got to do whatever you've got to do like group one does to make those calls and hit those numbers. Next, you've got to have the self-discipline to stick to the plan because this isn't easy, there are going to be days when you don't feel like doing it, and if you're not real self-disciplined, you're going to have to reel yourself in a lot, okay, so you've got to have that discipline to stick to the plan, stick to the numbers. I want you to get more efficient, more effective at what you're doing, that's time management, it's doing all the other things you do more efficiently, more effectively, whether it's paperwork or it's email or it's, you know, things like that, but I really want you to focus on sales skills, okay, because, again, if you can develop your sales skills, get really good at sales skills, those are going to help you get more productive more than anything else. Next, start doing what you need to start doing, stop doing what you need to stop doing. So if I ask you, what do you need to start doing, what do you need to stop doing in regards to time management, most of you have an answer, most of you know the answer, okay, so it's having the self-discipline to do that. Next, work hard, work smart, okay, work hard, you know, that's going out, that's making the phone calls, obviously it's better to work smart than work hard, but at the end of the day, you know, again, you know, if you're working out, you're doing cardio, you know, you can't do 30 minutes of cardio in 10 minutes. I mean, you can try, but, you know, you're not going to get the benefits, okay, I mean, there are just some times when you have to do the hard work, especially when you're in the beginning, but when you're getting out there, you're making the prospecting calls, you're getting face-to-face, that's the big one, and then track your time if necessary, okay, so three biggest things that stop you from the above, it's fear and discomfort, that's the biggest, you're either afraid to make those calls, or you're uncomfortable making those calls, so you've got to get great at facing fears, stepping out of your comfort zone, okay, dealing with discomfort. Other big things that stop you, which are related to, and usually a direct result of that, is things you shouldn't be doing, that's especially during, you know, the work day, especially during prospecting time, when you're working on paperwork, and cleaning your desk, and doing stuff like that, and it's the other distractions, the friends that call you and do the other stuff, so next, what do we do to make sure those don't get in your way? What do you do to make sure you're not stopped by those distractions, by the fear, by the discomfort, by the everything else? It's the most important piece, it's you, because we know, right, that 90% of success or failure is up to you, we know life is 10% of what happens to you, 90% of what you do with it. We already talked a little bit about mindset, the hard work, the self-discipline, the attitude, but ultimately, there's one question that will determine how far you go, what you do, and that question is, what is your why? What's your why? Why do you get up in the morning, why do you do what you do, why do you go to work? For those of you on the call right now, why are you on the call right now listening, okay, and doing the personal and the professional development when a lot of people aren't and won't, okay? So why do you do what you do? What's your purpose? Because it's not a question of can you double your productivity, it's a question of are you going to do what's necessary to make it happen? I mean, what are you capable of if you decide you're really going to do something? I mean, anything, right? I mean, assuming enough human beings have done it, you're going to do it, right? So let's say, for example, you want to lose 10 pounds. Maybe that's even been your New Year's resolution the past six, seven years. I mean, you know how to do it. You're going to eat less, exercise more. Why haven't you done it? All of a sudden, I come to you, I say, I'll tell you what, if you lose 10 pounds by next Thursday, I'll give you a million dollars cash after taxes. Are you going to lose the weight? Yeah. Is it going to take until next Thursday? No. You're going to run out of here. You're going to run off this call like your pants are on fire. You're going to come back six, seven hours later down 12 pounds just in case my scales broke. You couldn't lose 10 in six or seven years. You lost 12 in six or seven hours. What changed? Your motivation, your driver. So you got to know what that is. What do you want? Is it for you? Is it the cars? Is it the houses? Is it the Learjet? What do you want? Is it the kids? Is it to leave a legacy? That's one of the big ones. I mean, as people get older, they get on in life, it becomes about family. It becomes about what they leave behind and things like that. So one of the things I work on with coaching clients is I find out what's important to them. What's their why? Because in the past, we used to look at what's it take to double your sales. I give them the numbers. They go out, they get beat up for two days, and then they come back and they're beat up and they're down. They have no motivation. But I didn't know what they'd fight for. So you have to know what you're willing to fight for. So I've gotten all sorts of answers from to put my kids through school wherever they want to go to school, to retire on time, to take the trip around the world with my family. I had a guy tell me once to spend $110 on the experimental cancer treatment that the insurance company won't cover that's going to keep my spouse and soulmate alive. Now we're getting real. That's going to motivate people. That's when you're down and you're looking at what you need to fight for. That's what's going to help you fight and get up and keep going. So what's your why? What's your motivator? What's your driver? You find those in pleasure and pain. Again, on the pleasure end, it's future. It's the cars, the houses, what you want for your kids, your family, your stuff like that. On the pain end, it can be if you continue to do some of the things you're doing health-wise and business-wise and how's that going to affect you. It's also things that have happened to you in the past. It's things people have said to you. People told you you couldn't do something. You'd never be a success. Things that have happened to you, you get fired from a job or whatever it is. But it's imperative you find out what that is and why it is and what motivates you and what drives you because rarely is it the most talented, the most intelligent who win. It's the person who shows up early, leaves late, works hard, gets it done. The bottom line with the productivity is again, if you're focused on getting those most important things done and why you need to get them done for you, your family and everything else, if those are powerful enough motivators, you're going to figure out a way you're going to get it done. It's that simple. I think we're getting kind of to the end here. I had like an hour. I know we started a little late due to a few technical things. I have one other idea I want to share with you. I see we have a few people on the call here, a fairly decent number of people on the call. If any of you have any questions and you want to type them into the chat box there down below, you can do that. I maybe have a minute or two, so I'll answer some quick ones. At the end of this too, I'm going to give you my website. I'm going to give you my phone number, all that stuff. If you want to reach out to me, you can do that too. You can email me. You can call me. Go to my website. You'll have all of my contact information on there too. I don't see anything in particular coming in here, although like I said, I know we've got a good number of people. Unlike some of the webinar leaders, every once in a while they start picking people out of the crowd. I'm not going to do that. I think that can be kind of obnoxious if people are on there and they don't want to be picked on or pulled out or something like that. I'm not going to put you on the spot today. I hope it's been helpful. Last idea I want to share with you, and then I'll give you my contact information. The last thing I want you to do regarding this and regarding doubling your productivity, building your business, everything else, and some of you already do this, but I want you to take 100% responsibility for everything in your life, everything, for health, what goes in your mouth, how much exercise you get, taking care of if you have any issues, taking care of those, not sweeping those under the rug, that's physical and mental, health issues and making sure you take care of those, relationships. 95% of the people you run into during the day will be a reflection of you. If you don't like somebody's reaction response, change your reaction response. 95% of the people change it, the other 5%, until we can shoot them off to Mars. We're stuck with them, but just realize it's with them. 100% responsibility for your business, realizing that 7 billion people on the planet, I have somebody again who I can plant in your territory with the same customers, with everything, who can double their productivity and double their business in the next 12 months. It's possible, the question is, are you going to do what's necessary? Ultimately, 100% responsibility for everything, because at the end of the day, where you end up is going to have nothing to do with the market, the economy, your parents, whether or not you're a member of the cool group in high school or who wouldn't go out with you or anything else, it's going to come down to you. Did you show up every day, have the self-discipline and do what needed to be done? Your mind is the battlefield. The only one in your way is you. The only battle you have to win every morning is the one in your head, and if you win it, everything else takes care of itself. Finally, thank you. Thank you for those of you on the call. Thank you to Liz for putting this together from Associated Equipment Distributors and the AED Foundation. If there's anything I can do to help you, there's my cell phone number. I have 24-7 on there, so if you have insomnia at 3 in the morning, call me. Hopefully I remember to put the phone on silent. If I did not, I will answer my phone. I'm one of those crazy people who answers my phone at night, on weekends, at this and that. I may not. I'm a sales trainer, right? I have to differentiate myself, so I kind of have to block my talk. There's my email address, johnchapinatcompleteselling.com. Finally, there is my website address. I've got a blog on there. I've got a newsletter you can sign up for if you'd like to. I don't inundate you. If you're on my list, you get one email from me. Every once in a while, you get two a month. Basically, you usually get one, which is my sales article, which is usually pretty helpful. You guys have probably seen that in the trade publication there, the Associated Equipment Distributors publication. I think they put that in there monthly. Anyway, any other questions, anything I can help with, please let me know. Other than that, I think we are a wrap. Thank you for being here. Thank you for listening. Anything I can do to help, let me know. Thanks. Bye.

productivity

time management

goal setting

work ethic

sales skills

eliminating distractions

time tracking

mindset

motivation

taking responsibility